TL;DR: Settings → Team for people and roles. Settings → Engagement stages for the rules that decide whether a record is Hot, Warm, In-market, Cool or Cold. Both are rare-edit settings that matter a lot when you set them up right.
Team
Adding a teammate
Invite from Settings → Team. The invite form has two fields:
- Email — where the invite goes
- Role — Admin, Member or Viewer
Roles
Three roles ship:
Role | What it means
**Admin** | Full access, including workspace settings and the admin-only pages (Lists, Billing)
**Member** | Day-to-day operator access to signals, records, audiences and enrichment
**Viewer** | Read access
Two settings pages are genuinely admin-only: Lists and Billing. A non-admin who opens either is redirected to their profile without an error, which looks like a broken link if you don't know why.
Team is not one of them. Everyone can open Settings → Team and see who's in the workspace — the invite, role-change and remove controls are simply hidden for non-admins.
Removing a teammate
Remove from the member's row. The confirmation says it plainly: they lose access to the workspace immediately, and their data stays. Audiences, ICPs and lists they created remain in the workspace.
Engagement stages
Every lead and account carries an engagement stage. It is not a 0–100 score cut into bands — it's a ladder of rules, evaluated in priority order. The first rule a record satisfies is the stage it gets.
The five default stages
Priority | Stage | Rule
1 | **Hot** | 2 or more first-party signals in the last 90 days
2 | **Warm** | 1 or more first-party signals in the last 90 days
3 | **In-market** | 2 or more second-party signals in the last 90 days
4 | **Cool** | 1 or more second-party signals in the last 90 days
5 | **Cold** | Catch-all — everything that matched nothing above
Two things follow from the ordering that surprise people:
- First-party beats second-party, always. One signal from your own systems (a reply, a demo view, a site visit) makes a record Warm. It takes two public signals to reach In-market, which sits below Warm. That's deliberate: someone who interacted with you directly is a better bet than someone who posted about your category twice.
- Cold is not a score of zero. It's the catch-all with no rule of its own. A record lands there because nothing else matched, which usually means its signals have aged past the 90-day window.
Editing the ladder
Settings → Engagement stages. You edit the conditions, not a slider — there are no sliders and no numeric thresholds to drag. Each stage carries a rule built from conditions like signal count, signal source class, recency window, and (for accounts) how many people are engaged.
Stages are evaluated top-down by priority, so the order you put them in is part of the definition. A rule that can never be reached because a looser rule sits above it will simply never fire.
Accounts have their own stage ladder, separate from leads.
Downstream effects
Changing the ladder changes which records fall into which stage, and stage feeds:
- The stage-specific actions on a lead's detail page (a Hot lead offers different next moves than a Cold one)
- Audience conditions that filter on stage
- The Insights breakdowns
A reply landing on a record can move it up a stage the same day, which can change its audience membership, which can trigger a destination push. Worth checking your audience rules if you don't want people who already replied to receive more outreach.
Notifications
Notification preferences are per-user and live at Settings → Notifications, not on the Team page. The credit-balance email is on by default.